Sales Training in Career Preparation: An Examination of Sales Curricula in Sport Management Education

in Sport Management Education Journal
Restricted access

Purchase article

USD $24.95

Student 1 year subscription

USD $52.00

1 year subscription

USD $69.00

Student 2 year subscription

USD $98.00

2 year subscription

USD $128.00

Sales skills have become one of the most common requirements within sport management job postings. As thousands of graduates compete in a competitive career market, it is essential to better understand not only the needs of the industry but also the qualifications expected of sport management majors. The current study examines 481 colleges and universities as well as 10 sport management hiring managers to determine the prominence of sales courses within sport management curricula as well as industry perceptions of preferred qualifications. Results indicated 26.2% of sport management curricula in the United States offer a sales class, while 73.8% do not. Of those that do offer sales, 59% of the institutions make the course a requirement, while 41% offer the class as an elective. Qualitative findings from hiring managers included disagreement regarding degree-based value, the desire for prior face-to-face experience and a passion for sales as essential hiring qualifiers, and expectations of the industry/sales position as the largest pitfall of unsuccessful employees.

Megan B. Shreffler, Samuel H. Schmidt, and James Weiner are with the Department of Health & Sport Sciences, University of Louisville, Louisville, KY.

Address author correspondence to Megan B. Shreffler at megan.shreffler@louisville.edu.
Sport Management Education Journal
Article Sections
References
  • AndersonR.E.DixonA.JonesE.JohnsonM.W.LaForgeR.W.MarshallG.W. & TannerJ.F.Jr. (2005). The scholarship of teaching in sales education. Marketing Education Review 15(2) 110. doi:10.1080/10528008.2005.11488899

    • Crossref
    • Search Google Scholar
    • Export Citation
  • BelzerJ. (2014February 5). Sports industry 101: Breaking into the business of sports. Forbes. Retrieved from http://www.forbes.com/sites/jasonbelzer/2014/02/05/sports-industry-101-breaking-into-the-business-of-sports/#5f3213915491

    • Search Google Scholar
    • Export Citation
  • BublitzB.PhilipichK. & BlatzR. (2015). An example of the use of research methods and findings as an experiential learning exercise in an accounting theory course. Journal of Instructional Pedagogies 16111.

    • Search Google Scholar
    • Export Citation
  • ClappB. (2016March 23). 53% of jobs in the sports industry required this skill. Retrieved from http://www.workinsports.com/blog/53-of-jobs-in-the-sports-industry-require-this-skill/

    • Export Citation
  • CorcoranK.J.PetersonL.K.BaitchD.B. & BarrettM. (1995). High performance sales organizations: Achieving competitive advantage in the global marketplace. Chicago, IL: Irwin Professional Publishing.

    • Search Google Scholar
    • Export Citation
  • CreswellJ.W. (2014). Educational research (4th ed.). Thousand Oaks, CA: Sage.

  • DeesW. & HallT. (2012). Creating experiential learning opportunities for sport management students: The case of grand slam marketing. Sport Management Education Journal 6(1) 7180. doi:10.1123/smej.6.1.71

    • Crossref
    • Search Google Scholar
    • Export Citation
  • DeLucaJ.R. & Braunstein-MinkoveJ. (2016). An evaluation of sport management student preparedness: Recommendations for adapting curriculum to meet industry needs. Sport Management Education Journal 10(1) 112. doi:10.1123/SMEJ.2014-0027

    • Crossref
    • Search Google Scholar
    • Export Citation
  • EaglemanA.N. & McNaryE.L. (2010). What are we teaching our students? A descriptive examination of the current status of undergraduate sport management curricula in the United States. Sport Management Education Journal 4(1) 117. doi:10.1123/smej.4.1.1

    • Crossref
    • Search Google Scholar
    • Export Citation
  • FosterS.B. & DollarF.E. (2010). Experiential learning in sport management: Internships and beyond. Morgantown, WV: Fitness Information Technology.

    • Search Google Scholar
    • Export Citation
  • HealyW.J.TaranZ. & BettsS.C. (2011). Sales course design using experiential learning principles and Bloom’s taxonomy. Journal of Instructional Pedagogies 6(1) 110.

    • Search Google Scholar
    • Export Citation
  • IngramT.N.SchwepkerC.H. & HutsonD. (1992). Why salespeople fail. Industrial Marketing Management 21225230. doi:10.1016/0019-8501(92)90019-P

    • Crossref
    • Search Google Scholar
    • Export Citation
  • IrwinR.L. & SuttonW.A. (2011). Ticket sales coaching innovation: A few pages from Paul Brown’s playbook. Sport Marketing Quarterly 20103111.

    • Search Google Scholar
    • Export Citation
  • KingB. (2012August 13). What’s the payoff in sports? Sports Business Journal. Retrieved from http://www.sportsbusinessdaily.com/Journal/Issues/2012/08/13/In-Depth/Salary-survey.aspx?hl=In%20Depth&sc=0

    • Search Google Scholar
    • Export Citation
  • KolbD.A. (1984). Experiential learning: Experience as the source of learning and development. Upper Saddle River, NJ: Prentice Hall.

  • KrippendorffK. (1989). Content analysis. In E. BarnouwG. GerbnerW. SchrammT.L. Worth & L. Gross (Eds.) International encyclopedia of communication (Vol. 1 pp. 403407). New York, NY: Oxford University Press. Retrieved from http://repository.upenn.edu/asc_papers/226

    • Search Google Scholar
    • Export Citation
  • KvaleS. (1996). InterViews: An introduction to qualitative research interviewing. Thousand Oak, CA: Sage.

  • McKelveyS. & SouthallR.M. (2008). Teaching sport sponsorship sales through experiential learning. International Journal of Sport Management and Marketing 4(2/3) 225242. doi:10.1504/IJSMM.2008.018650

    • Crossref
    • Search Google Scholar
    • Export Citation
  • MunozC. & HuserA. (2008). Experiential and cooperative learning: Using a situation analysis project in principles of marketing. Journal of Education for Business 83(4) 214220. doi:10.3200/JOEB.83.4.214-220

    • Crossref
    • Search Google Scholar
    • Export Citation
  • North American Society for Sport Management. (2016a June 1). Sport management programs: United States. Retrieved from http://www.nassm.org/Programs/AcademicPrograms/United_States

    • Export Citation
  • North American Society for Sport Management. (2016b June 1). Purpose & history. Retrieved from http://nassm.org/NASSM/Purpose

    • Export Citation
  • PierceD. & PetersenJ. (2010). Experiential learning in sport sales: Student perceptions of sport sales expectations, skills, and preparation. Sport Management Education Journal 4(1) 4959. doi:10.1123/smej.4.1.49

    • Crossref
    • Search Google Scholar
    • Export Citation
  • PierceD. & PetersenJ. (2015). Integrating an experiential client-based ticket sales center into a sport sales course. Sport Management Education Journal 9(1) 6672. doi:10.1123/smej.2014-0018

    • Crossref
    • Search Google Scholar
    • Export Citation
  • PierceD.PetersenJ. & MeadowsB. (2011). Authentic assessment of experiential learning in sport sales. Sport Marketing Quarterly 20(2) 7583.

    • Search Google Scholar
    • Export Citation
  • RubinA. (2008). Practitioner’s guide to using research for evidence-based practice. Hoboken, NJ: John Wiley & Sons.

  • SattlerL.A. & WarrenC. (2016). Exploring student perceptions of sales: A case study of a sport-sales course. Sport Management Education Journal 10(1) 93102. doi:10.1123/smej.2015-0014

    • Crossref
    • Search Google Scholar
    • Export Citation
  • SouthallR.DickR. & PollackT. (2010). Assessing sport sales training effectiveness: To enhance sales performance of prospective sales employees. Journal of Applied Marketing Theory 2(1) 4557.

    • Search Google Scholar
    • Export Citation
  • WanlessE.A. & BrewerR.M. (2016). Ticket and sponsorship sales: Student perceptions of learning through revenue generation projects. Sport Management Education Journal 10(1) 115126. doi:10.1123/smej.2015-0016

    • Crossref
    • Search Google Scholar
    • Export Citation
Article Metrics
All Time Past Year Past 30 Days
Abstract Views 126 126 38
Full Text Views 1 1 0
PDF Downloads 2 2 0
Altmetric Badge
PubMed
Google Scholar